Work

An evaluation of learning in the bilateral winner's curse

Year: 1991

Type: article

Abstract: Recent research on bilateral bargaining behavior under uncertainty has found that, under asymmetric information, negotiators develop inferior bidding strategies because they fail to incorporate valuable information about the decisions of their opponents. This results in negative profits, or the “winner's curse.” The present study provided subjects multiple opportunities for feedback as well as experience in both negotiation roles. Neither learning opportunity eliminates the winner's curse.

Source: Organizational Behavior and Human Decision Processes

DOI: 10.1016/0749-5978(91)90002-b

Authors: Sheryl B Ball, Max H Bazerman, John S Carroll

Institutions: Boston University, Northwestern University, Massachusetts Institute of Technology

Language: English

Topic: Conflict Management and Negotiation

Subfield: Sociology and Political Science

Field: Social Sciences

Domain: Social Sciences

Open Access status: hybrid

Estimated APC paid: $3,530

OpenAlex ID: W2083337635

FWCI: 15.28

Cites: 36

Cited by: 151

Related to: 10